Business Head - ECommerce

Description:
Client Overview:

Our client is a Tier 1 multinational company (MNC) in the consumer-facing industry, with a strong PAN-India presence. The organization operates at scale with well-established brands, robust distribution networks, and a growing focus on digital, D2C, and omni-channel business models.
Position: Business Head E-Commerce / D2C / Omni-Channel
Mandatory full-time MBA from a reputed Tier-1 management institute.
Profiles not meeting this criterion will not be considered.
Role Overview:
The Business Head E-Commerce / D2C / Omni-Channel will own the end-to-end P&L for the digital and omni-channel business.
The role is responsible for driving profitable growth across D2C platforms and marketplace partners (such as Nykaa, Amazon, Flipkart, and other relevant channels), while building a scalable, data-driven consumer acquisition and funnel strategy.
This role requires strong commercial acumen, deep understanding of digital ecosystems, and the ability to balance growth, margins, customer experience, and operational efficiency.
Key Responsibilities:

P&L Ownership & Business Strategy:
- Own and manage the P&L for E-Commerce, D2C, and Omni-Channel business.
- Define and execute the short-term and long-term growth strategy aligned with overall business objectives.
- Drive revenue growth, margin improvement, cost optimization, and profitability.
- Forecast business performance and manage budgets, investments, and ROI across channels
D2C Business:
- Lead the D2C business end-to-end, including website/app performance, conversions, customer retention, and repeat purchase.
- Drive optimization of the consumer funnel acquisition, engagement, conversion, retention, and lifetime value.
- Partner with Marketing, Tech, and Operations teams to enhance user experience and platform scalability.
- Own pricing, promotions, and assortment strategy for the D2C channel.
Marketplace & Channel Partner Management:
- Lead relationships with marketplace partners such as Nykaa, Amazon, Flipkart, and other strategic platforms.
- Develop joint business plans (JBPs), growth levers, and promotional calendars with channel partners.
- Manage marketplace P&L drivers including commissions, logistics costs, visibility spends, and discounting
- Ensure strong brand representation, content, ratings, and reviews across platforms
Omni-Channel & Funnel Management:
- Build and execute a seamless omni-channel strategy integrating online, offline, and partner ecosystems.
- Own the end-to-end consumer funnel, ensuring efficiency at each stage and continuous improvement in CAC, conversion rates, and CLV.
- Leverage data and analytics to identify bottlenecks and unlock growth opportunities across channels.
Performance, Analytics & Governance:
- Track and review key business metrics including revenue, margins, CAC, ROAS, conversion, repeat rate, and contribution margin.
- Use insights and dashboards to drive data-backed decisions and course correction.
- Establish strong governance, processes, and operating rhythms for digital business reviews
Leadership & Cross-Functional Collaboration:
- Build and lead high-performing teams across e-commerce operations, growth, category management, and partnerships.
- Work closely with Marketing, Supply Chain, Finance, Technology, and Customer Experience teams.
- Act as a strategic thought partner to senior leadership on digital growth and consumer strategy.
Ideal Candidate Profile:
- Proven experience leading E-Commerce / D2C / Omni-Channel businesses with P&L ownership
- Strong exposure to marketplace ecosystems (Amazon, Flipkart, Nykaa or similar).
- Deep understanding of consumer funnels, digital marketing economics, and unit economics.
- Experience in consumer-facing brands (FMCG, Beauty, Lifestyle, Electronics, etc.).
- Strong analytical, strategic, and people leadership capabilities.